Consumer purchase intention of social enterprise products: mediating role of emotional value

Abstract

Purpose

Social enterprises are organizations striving to address social issues. These enterprises sell products to be self-sustainable. Social entrepreneurial success depends on the intention of consumers to purchase social enterprise products. This study aims to assess and understand the consumer intention to buy social enterprise products.

Design/methodology/approach

This descriptive study integrates consumers’ emotional values with the theory of planned behaviour as a framework. The intention is to investigate the role of customer emotion in mediating the relationship between predictor and predicted variables. A mixed sampling technique is adopted to select sample units from the consumers with a consideration for regional balance. Data from 336 respondents were collected using a survey instrument administered online.

Findings

Structural equation modelling shows that among the three predictor variables, only attitude has a direct impact on consumer’s purchase intention, while subjective norms have an indirect impact through the mediating variable (emotional value). Behavioural control showed no effect on consumer’s purchase intention of products sold by social enterprises.

Originality/value

The results of this study have theoretical as well as practical implications. The success of social enterprises depends on the acceptance of their products by consumers. The social enterprise can strategize its marketing communications to strengthen the emotional values, attitudes and subjective norms of the consumers so that the market acceptance for these products can be increased.

Citation

Ravi, N., Subramoniam, S., VR, H. and Chinta, R. (2022), "Consumer purchase intention of social enterprise products: mediating role of emotional value", Social Enterprise Journal, Vol. 18 No. 4, pp. 691-710. https://doi.org/10.1108/SEJ-02-2022-0019